One of the benefits of doing business with Diversified Underwriters Services has always been our expertise in impaired risk underwriting and our ability to deliver placeable policies on impaired risk clients.  There is a new dynamic that has developed over the last several years, of the "standard" and even "regular preferred" classifications being considered as though they were ratings.  This has developed as a result of the super preferred, preferred and standard plus classifications being commonplace with virtually all of our carriers.

Where, in the past, we would get calls regarding a client who was rated table 4  for heart disease and wanted a better rating, we now get calls where a client was given regular preferred who wants super preferred.  This creates a real dilemma for all of us.  First of all, the reason the client was not given the best preferred may be very subtle and very difficult to get our hands around.  It is difficult to solve a problem if you don't really know what the problem is.  Second, if  Company A didn't give the client super preferred, there is a very good chance that Company B will not either, as most companies have very similar guidelines for these classifications.  Third, the companies do not want to be "shopped" to for the standard to preferred or preferred to super preferred classifications.  

So, what is the solution?  Call us before you quote.  If you are not sure of the classification your client may qualify for, we will give you a best estimate based on the information you provide after you have interviewed your client regarding his medical history, build, family history, smoking history etc..  Never quote the best preferred classification by itself.  Always give a range of what classification you think your client will qualify for and one or two higher premium classifications . In the best of worlds, don't quote any price.  Advise your client that you will obtain the best premium for him based on his medical profile and history.  But, by all means, if after you have done this and the premium classification comes in higher than expected, give us a call and we will do our best to try to improve the classification through negotiation, shopping (if possible), or other means.  We will also try to help you place the case if the classification cannot be improved upon.